Negotiation Prep.
저자: Joseph Booth
1. How does opposing counsel & client interact?
1.1. different values
1.2. different skills
1.3. knowledge
1.4. Access to information
2. How do I and my client interact?
2.1. different values
2.2. different skills
2.3. knowledge
2.4. Access to information
3. Method to negotiate
4. Manage the interaction
4.1. What do you need to know?
4.2. What do you need to tell?
5. My interests
5.1. New node
6. Their interests
7. My Resources abilities
8. Their Resources abilities
9. Value creating options
9.1. ZOPA (zone of possible agreement)
10. Is there a standard value (guidelines)
10.1. My BATNA? (Best alternative to a Negotiated Agreement)
10.2. Their BATNA?
